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Understanding BATNA and WATNA in Negotiation

The document is a presentation from Amity Business School about negotiation skills. It discusses what negotiation is, the stages of negotiation, and concepts like BATNA and WATNA. BATNA stands for Best Alternative To a Negotiated Agreement, which is the most advantageous option if negotiations fail. WATNA refers to the Worst Alternative To a Negotiated Agreement, or the worst possible outcome if negotiations break down. The presentation provides an example of these concepts and concludes with thanks from Amity Business School.

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Chirag Jain
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145 views9 pages

Understanding BATNA and WATNA in Negotiation

The document is a presentation from Amity Business School about negotiation skills. It discusses what negotiation is, the stages of negotiation, and concepts like BATNA and WATNA. BATNA stands for Best Alternative To a Negotiated Agreement, which is the most advantageous option if negotiations fail. WATNA refers to the Worst Alternative To a Negotiated Agreement, or the worst possible outcome if negotiations break down. The presentation provides an example of these concepts and concludes with thanks from Amity Business School.

Uploaded by

Chirag Jain
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Amity Business School

Presentation By:
Laxminarasimhan(27)
Vaibhav Agarwal(37)
Mayank Singhal(38)
Chirag Jain(48)
Amity Business School

WHAT IS NEGOTIATION?
Amity Business School
NEGOTIATION SKILLS
Amity Business School
Stages of Negotiation Amity Business School
Amity Business School
BATNA & WATNA
BATNA
BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement.
It is defined as the most advantageous alternative that a negotiating party can take if
negotiations fail and an agreement cannot be made. In other words, a party’s
BATNA is what a party’s alternative is if negotiations are unsuccessful. 

WATNA
A concept from negotiation theory, the WATNA is the worst result a party would
ultimately achieve if it called off negotiations, for example, by terminating mediation.
The WATNA, Best Alternative to a Negotiated Agreement (BATNA) and 
Most Likely Alternative to a Negotiated Agreement (MLATNA) are not negotiation
tactics, but rather are benchmarks against which offers to settle can be evaluated.
Amity Business School
Amity Business School

EXAMPLE:
Amity Business School

THANK YOU

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